Manager, Sales Development

Job Category


Fuel your intellectual curiosity and professional growth. Forrester is an idea company, where smart, motivated, curious people bring a diversity of opinions and the courage of their convictions to collaborate on ideas that change the course of business. Most of all, bring a point of view; here, every voice has value. At Forrester, you’ll work with innovative clients at emerging and established brands; these are the business and technology leaders we inspire and who inspire us. The Forrester experience is built on a singular, powerful purpose: to challenge thinking and lead change.


About This Role:

The Manager, Sales Development leads a team of five to 10 sales development specialists across our European sales teams who focus on identifying opportunities and securing initial appointments within named prospects. The Manager, Sales Development will institute a tightly defined process to ensure a consistent and unified approach to building the pipeline for new client acquisition.


  • Manage, lead, mentor, and train a team of sales development specialists, providing real-time, detailed guidance and feedback.
  • Take a disciplined approach to process and operations through high levels of direct observation, inspection, and analytics to meet metrics and key performance indicators (KPIs).
  • Work with Forrester’s sales teams to develop strong pipelines that are consistent with Forrester’s overall sales processes as well as specific prospect strategies.
  • Drive activity with the team to schedule qualified meetings for Forrester sales teams.
  • Coach the team on name development and social selling techniques.
  • Act as a role model and leader within the sales organization. Promote a "can do" culture and positive environment.
  • Maintain full fluency in Forrester’s suite of products and services and how they are sold to deliver value in the marketplace.
  • Develop team members for current and future growth opportunities.
  • Partner closely with the marketing, product, and technology departments to maximize the team’s effectiveness.


  • Proven first-line managerial experience, preferably with recent graduates.
  • Sales fluency; an understanding of what drives new-business sales organizations and how sales organizations are measured.
  • Proven experience managing and coaching to metrics and KPIs.
  • Strong business acumen and a professional demeanor.
  • Strong, high-level relationship skills; the ability to thrive in a team environment, interact with peers, and understand the executive vision and internal ecosystem.
  • Exceptional attention to detail, with strong process and operations discipline.
  • Experience providing guidance and feedback to build a high-performance culture.
  • The ability to absorb and grasp new concepts quickly (such as rapid advancements in the business technology industry).



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The information provided by you in this application will be used for the purposes of recruitment and, for successful applicants only, for personnel administration and management purposes and to comply with the employer’s obligations regarding the retention of employee records. If your application is unsuccessful, Forrester Research, Inc., its subsidiaries, affiliates, and/or service providers (collectively “Forrester”) will retain your personal information on secure file solely to consider you for future recruitment opportunities.


By submitting your resume/CV, you consent to Forrester’s retention of the information provided on a secure file for personnel administration and management purposes and/or in order to consider you for future employment opportunities and to the transfer of the information provided to:


Forrester’s offices in the US and other countries outside the European Economic Area; and Service providers engaged by Forrester for the purposes of processing applications for employment who may be located outside the European Economic Area.


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